Marketing Rainbow




VadiK teachings Vadim Kotelnikov

Sales Success

Help your customers feel happy

Vadim Kotelnikov, founder of 1000ventures - personal logo VadiK

Inventor Business e-Coach

Author Innoball

Founder Innompic Games icon



Modern marketing and selling is a team sport. It's a systems approach. Sales integration is a process that allows marketing and sales teams to work together to generate awareness for a brand or product, to create a better prospect experience, and then to convert prospects into paying customers.

  Marketing-Selling Synergy, sales integration


Vadim Kotelnikov

Marketing specialists create a Unique Selling Proposition (USP), but it's salespersons who can communicate it to prospects in a customized way. 

Vadim Kotelnikov, founder of 1000ventures - personal logo VadiK

Inventor Business e-Coach

Author Innoball

Founder Innompic Games icon





Learn from World-Changing Firms




Konosuke Matsushita advice quotes

Don’t sell customers goods that they are attracted to; sell them goods that will benefit them.

Konosuke Matsushita




Jeff Bezos story lessons quotes

We don’t make money when we sell things; we make money when we help people make purchase decisions.

Jeff Bezos



Michael Dell advice

When you build a meaningful, memorable total experience, you win customers for life.

Michael Dell


IDEO Tom Kelley creativity innovation quotes

Identify every barrier that keeps people away from your offerings. Then systematically tackle each one.

Tom Kelley



Henry Ford advice

People can have it in any color – so long as it's black.

Henry Ford





Features Tell, Benefits Sell

Emphasize the benefits of your product, not its features.

What's the difference? Features tell, benefits sell.

For example, if you're selling a fuel efficient car, don't say "our cars consume less gasoline than conventional cars" (emphasizing the feature), say instead "you save money every time you drive this car" (emphasizing the benefit).


Marketing Rainbow

White Marketing

SWOT Marketing

Sell Benefits

Sell Solutions for Customer's Problems






Customer Focus

Customer-focused Culture




80/20 Principle of Selling

The key to achieving superior sales performance is to think 80/20, not averages. Hang on to the great salespersons. Focus every salesperson's effort on the 20% of products that generate 80% of sales, and on the 20% or customers who generate 80% of sales and 80% of profits.

  Tips for Boosting Sales








Kseniya Customer Value Proposition Sell benefits What Makes People Buy Risks Perceived by Customers Pricing Mistakes Barriers To Change Selling Is Problem Solving Selling Presentation: Sell Twin Benefits Emotional Marketing Emfographics VadiK Customer Contextual Customer Value Proposition - Benefit-Cost Ratio (BCR), emfographics by Vadim Kotelnikov



Three Parts of the Selling Process

  1. Establish rapport with the prospective customer

  2. Identify the problem or need that the prospective customer has, consciously or subconsciously, or create a need for a radically new product

  3. Present the solution and persuade the prospective customer to buy

Focus on Emotional Drivers


What Salespersons Need Today To Be Successful

10 Skill Improvements

Impactful Presenter: Top 10 Tips


Customer-driven Innovation

7 Practice Tips

Value Innovation: Yin-Yang Strategies


Knowing Customers

Customer Needs    Top 10 Subconscious Values

What Makes People Buy

Understanding Risks Perceived by Customers

Listening To Customers

Synergistic Marketing and Selling

Tips on Boosting Your Sales

Natural Selling: 4 Principles, 5 Skills

Customer Engagement    KoRe 10 Tips

The Endgame to Selling

A Model of the Real Selling Process

Selling by Coaching    Question-based Selling (QBS)

Selling by Active Listening    Selling (and Silence)

The Power of Personal Charisma    How To Be Charismatic

Closing the Sale

3 Secrets    Closing Techniques    Directive Closing

Winning Customers

Core Marketing Message (CMM)    Unique Selling Proposition (USP)

Creating Customers

Virtuoso Marketing

Emotional Marketing  >> Success Stories

Marketing To the Subconscious

Buzz Marketing  >> Success Stories

Experiential Marketing    Relationship Marketing and Selling

Differentiation Strategies

Differentiating with Different Types of People

Effective Pricing

How To Avoid the Most Common Pricing Mistakes

Effective Negotiation

Negotiation DOs and DON'Ts

Negotiation Tips    Principled Negotiation    Conduct

Wise Agreement

Retaining Customers

Customer Intimacy

Synergistic Selling: 3 Components

Selling Is Solving Problems

All businesses are selling solutions to problems.

Selling is about solving customer problems. Your prospective customers may be aware of these problems, or you can bring these problems to their attention. Your prospective customers may face these problems currently or they will face these problems as the situation and their needs change.

The most successful salespeople are the ones who find pressing customer problems, identify the customer’s priorities for solving those problems, and help customers solve them in a way that is convenient, cost effective, innovative and timely... More

Making Effective Presentations

Support for your product purchase can be won or lost based on your ability to present with credibility, to transfer your enthusiasm, and to deliver your thoughts and ideas with style, confidence and authority.

Communicate effectively to educate, motivate and persuade your prospects. Be more persuasive using emotional keys.  A remarkable and persuasive presentation can help you stand out from the crowd, get noticed in a positive way and win new clients, new sales or business tenders... More

Selling by Listening

Great salespeople are great great listeners. The most critical communication skills for anyone in the business world – managers, innovators, salespeople, and customer service specialists – is effective listening. People don't buy what you wish to sell. They buy what they need. Selling is not happening when you are talking. Selling is happening when your prospect is talking, and you are listening actively and passionately, listening to your prospect's emotions to find the right fit... >>>

Empathetic Marketing

Don't Forget About Your Existing Customers!

It costs 6-8 times more to sell to a new customer than an existing one. Yet, sales and marketing budgets of many companies are heavily weighted toward new customer acquisition. Yes, you should invest in new customers. But, you should also have distinct and specific plans for building customer loyalty... More













  1. Practical Selling – Sales Foundations Course, Stewart Hutton

  2. Agenda, Michael Hammer

  3. The 80/20 Principle: The Secret to Success by Achieving More With Less, Richard Koch

  4. Secrets of Question Based Selling, Thomas A. Freese

  5. Natural Selling, Michael Oliver

  6. Selling With NLP, Kerry L. Johnson

  7. Selling by Helping Customers Succeed, Andy Bounds